Foreword xix Introduction An Absolute Will to Win Is Essential for Success xxi Government Orals -- What They Are, How They Originated, Why They Are So Important, and the Requirements the Government Must Follow When They Are Used xxiii Customer''s Objectives xxv Your Team and Your Team''s Objectives xxvi Orals Coach or Speech Coach? xxviii Chapter 1 Preparation: Preparation Is the Foundation of Success 1 Customer Intelligence 2 Evaluation Criteria 7 Team Strengths and Weaknesses 8 Competitor Strengths/Weaknesses 10 Presentation Win Strategy 13 Value Proposition 17 Win Themes and Discriminators 18 Getting to Blue! 24 Chapter 2 Secrets of Successful Presenters: An Audience Quickly Forgets the Ordinary--Don''t Be Ordinary! 27 Let Your "Self " Shine Through 28 The Power of Personal Stories 29 Converse Rather Than Lecture 31 Teach the Customer Something They Don''t Already Know 32 Include Something Astounding 34 Keep It Short, Sweet, and Direct 36 Chapter 3 Presentation and Messaging Preparation: Key Elements to Increase Your Win Probability 39 Select Content 40 Prepare Content for Delivery 46 Effective Graphics and Visuals--There Will Not Be a Second Opportunity to Create a Great First Impression 47 Effective Dialogue and Manuscript--The Key Part of Messaging Is Delivery 55 Refining Your Message--Improvements to Increase Your Win Probability 65 Review the Power of Your Language--What You Say and How You Say It Are Equally Important 68 Make Your Content Work for You--Achieve the Most Value with Limited Time and Resources 69 Highlighting Strengths and Mitigating Weaknesses-- All Companies Have Them, so Know Yours! 70 Using Content and Delivery to Connect 73 Incumbent Tips 74 Chapter 4 Rehearse: The Delivery -- Part Interview, Part Stage Show 79 Appearance 81 Verbal Delivery Tips 83 Nonverbal Delivery Tips 88 Effective Use of Your Hands 90 Effective Use of Your Face 96 Effective Use of Your Body: Posture and Gesture 96 Connect with the Audience Emotionally and Psychologically 99 Engaging -- General Delivery Tips 107 Using Props and Visuals 111 Practice, Practice, Practice 112 Dry Run Your Presentations 114 Informal Dry Run 114 Formal Dry Run 114 Create a Mock-Up Presentation Room 117 Prepare for Common and Uncommon Events 118 Question and Answer Sessions 122 Sample Questions Your Customer May Ask You 127 Chapter 5 Formal Presentation Day: Demonstrate Your Competence, Credibility, Confidence and Commitment 131 Dealing with Nervousness and Distractions 132 Delivery Distractions 135 Guidelines for Interacting with the Customer 136 Formal Presentation Day Emergency Kit 137 Essential Backup Equipment to Take with You 138 Final Preparations 138 The After-Presentation Action Review 139 Celebrate! 140 Chapter 6 Real-Time Demonstrations-A Truly Special Experience!: Live Demonstrations Present New Challenges and Opportunities to Crush Your Competition 141 Understanding the Demo Requirements 142 When Demonstration Requirements Are Clear 142 When Demonstration Requirements Are Not Specified 143 Simple and Complex Demos -- Either Way, Make Sure They "Get It"! 145 Getting from Good to Great with Deeper Insights -- Discriminators, Risks, and Hot Buttons 146 The Demo Project Plan and Project Manager 146 Teammate, Subcontractor, Vendor, and Supplier Support 147 Visuals 148 Planning for Success 149 How to Handle an Issue or Problem 149 Before Going Live -- Holistic Review, Integration, and Rehearsal 151 Celebrate Success! 152 Chapter 7 Sample Charts 153 Overall Approach, Win Theme, and Discriminators Chart 156 Organizational Chart 157 Impact and Special Messages Chart 158 Build-Up 159 Text-Intensive Charts 160 Mixing Key Words and Graphics 161 Sample Chart--Features and Benefits 162 Risks Chart 163 Financial and Statistical Charts 164 Tables 165 Technical Illustrations and Drawings 166 Appendix Federal Acquisition Regulation (FAR) 15.102 Oral Presentations 167 Acknowledgments 171 About the Authors 173 Index 177.